The Abilene reflector. [volume] (Abilene, Kan.) 1883-1888, 1887-06-23
SOUND ADVICE
Theory of Selling which CoDmends
Itself to All Honest Farmers.

Itself to All Honest Farmers.
Anybody can sell the produce of his
farm on the open market, provided it
be of a grade fully up to the average.
But all of us have from time to time to
dispose of what may properly be called
eulls-goods not fully up to the market
standard. We have all grades to sell,
from the very poorest that nobody
wants, to the extra-prime that has a
ready sale. 1t takes a skillful man to
get the best prices for the best e rades;
but it takes an expert to sell the culls.
Sometimes the defects are hidden ones,
and there is where the honesty of the
farmer is most sorely tried.
To be able to sell to the best adyan-
tage in all cases. first of all. become
good judge of quality in the product
in which you are most interested.
Then be impartial-able to grade your
own property as truly to standard as
you would that of your neighbor whom
you don't like. Do not take the high
est or lowest as standard. but a good
average of the product or article under
fairly good management, for that is
the standard of the open market Sell
what will rank as standard on the
market at the market price, and do not
abuse the buyer because he can not pay
you more Neither blame the admin
istration nor the weather, nor cheat
the buyer in weights to make it up.
Whatever you have that will rank as
fancy in its line somebody will want
and will be willing to pay more tina n
the market price get it. Find that
man and sell to him. You will find
him an easy man to deal with, who
will pay your price if within the
bounds of reason. He deals upon hon.
or, and beware how you deceive him.
On this class of goods one often sets
his price, and much skill and no little
experience are needed always to fix
proper rate.
All of this is well enough, but it is
not every man who is both willing and
able to sell poor thing or defective
piece of property for what it is. You
will often have to take the buyers
price and it will be little enough. But
never compromise your integrity for
the dollar or five dollars you might
realize by deceit in representing the
quality. Say plainly: There it is. 1t
is for sale for what it is. Its defects
are so and so. 1t is good for such and
such purposes"
Rarely will you find buyer who
will take advantage of your position
any more than if you praise what both
you and he know to be defective, and
beware how you deal when the defects
are hidden. 1 hold that those farmers
who pursue this policy will realize
nearly as much for their culls. and
much more for really fine articles.
Such policy soon wins a man
reputation for fair dealing. and he can
often trade when others can not, be-
cause his word is reliable.
The great mass of business is done
upon honor. Do not be Ishmalite in
business. You know more about your
own products than any other man can.
Then sell them for what they are, not
for what they ought to be. If we ex-
pect to do this we will work the harder
to produce more of the finest grades.
for who wants to be always selling
culls? 1 am not advocating careless
selling. but honest selling. Work for
a market. Advertise for it. Warrant
every thing you sell to be as recon-
mended, and sell on your personal
guaranty. - Eugene Davenport. in
Rural NeU Yorker